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Skill Sets

Work experience

2009Present

Managing Director, Central Zone Industry Executive

Marsh and McLennan

Managing Director, Central Zone Industry Executive and Western Partnership Growth Leader for world's largest publicly held insurance brokerage, risk management and financail consulting organization

  • Lead companies industry initiatives in the Central Zone of the United States.
  • Full P&L responsibilities for distribution, marketing and operations 
  • Executive Committee member, responsible for setting corporate direction, budgets, compensation and achieving economic targets
  • Identify acquisition targets and talent recruitment
  • Lead companies distribution and marketing initiatives
  • Exceeded 2010 production budget by 15% and year over year by 61%
  • Leading Central Zone to strongest growth rate in the United States in 2012
20052009

President

The Clarity Group

President, Bryn Mawr Insurance Services

Conceived, developed and launched a profitable specialty insurance brokerage firmfor this privately held insurance captive management organization.

  • Executive Committee member, responsible for setting corporate direction, budgets and achieving economic targets for all company divisions 
  • Commenced marketing plan including channel selection, web-based SEO, web site re-design, exhibitiona, press releases and print media to expand visibility of company and create grater deal flow
  • Conceived state health agencies go to market stategy resulting in negotiade contracts with five states
  • Asisted in the growth of the captive company surplus under management through client acquisition
20022005

Client Partner

Trilogy Software

Led multi-disciplinary teams to service client needs, develop and sell new software solutions for this privately held company that solves marketing, distribution and producer compensation challenges for Fortune 500 insurance companies.

  • Developed team strategy for account penetration and expanding existing relationships
  • Developd new products and established strategic direction and go-to-market strategiesn
  • Establish senior level relationships with top 100 insurance companies
  • Led multi-disciplined account teams to deliver outstanding client service

Selected highlights

  • Managed Aetna, MassMutual, AXA, Penn Mutual and American Express to profitability
  • Successfully negotiated exit agreement with a major client resulting in a sven figure settlement to Trilogy
  • Translated insurance business to highly technical staff
  • Achieved or exceeded budget and margun targets on insurance practice accounts 
20002002

Senior Vice President of Distribution

ePolicy

Concieved and implemented go-to-market strategy and developed the companies product delivery processes for this start-up which delivered web-based distribution, underwriting, rating and policy issuance solutions to the insurance industry through its ASP and licensed applications.  This company was sold to Insurity Corporation.

  • Member of the Executive, Technology and Compensatin Committees
  • Led marketing department to develop URL and brochure ware for company
  • Built a National distribution network
  • Worked with Board of Directors and venture capital firms to identify and asess potential acquisiton and partnership opportuntities

Selected highlights 

  • Negotiated three year, $21.5 M deal with specialty insurance company to manage distribution channels, reduce expenses and rate, qote, bind and issue policies electronically
  • Represented company by securing key speakign engagements and publishing articles generating visability for the organization and driving deal flow and supporting branding strategy   
19972000

President, MMI Agency, Inc

MMI Companies

Full P&L responsibiity; instituted multiple distribution strategy for $210 M revenue, $2.2 B in premum insurance company.  MMI companies was a NYSE company, providing insurance, health care risk management and consulting services to health care providers. The company was sold to St. Paul Companies in 2000.

  • Executive Committee member
  • Led company distribution, marketing and all channels including direct marketing force, severa thousand agents and brokers, MGA's and wholesalers on affinity business
  • Led multi-disciplined client service teams through renewal profitablity and account growth
  • Chaired new product development committee, developing porduct, underwriting methodology, pricing, reinsurace, and distribution strategy, reducing cycle time to market creating competitive advantage

Selected highlights

  • Created multi-tiered producer program resulting in 22% annual premium growth at a 67% loss ratio and a 2% reduction in transactional costs
  • Developed program driving higher quote to bind ratios while reducing underwriting costs by de-selecting undesirable risks 
  • Conceived and implemented the integraion of seven subsidiary sales groups
  • Instituted a cross-selling program to provide clients with all of the companies solutions increasing revenue while reducing distribution and marketing costs
  • Built management dashboard with key distribution metrics including activity tracking, product line profitability by distribution partner, channel and several cost metrics
  • Key member of transition team for St. Paul acquisition of MMI in 2000 
19841997

Early career assignments

Aon/Alexander & Alexander, Vice President, Director Health Care Services, Baltimore, MD.

Johnson & HIggins, Vice President, Middle Market Manager, Phladelphia, Global Accounts, New York, NY

Hobbs Group, Sr. Account Representative, Philadelphia, PA.

Wausau Insurance Companies, Account Representative, Philadelphia, PA.

The PMA Group, Account Representative, Philadelphia, PA.

Academic Leadership

Community Leadership

Education

Jan 1981May 1984

B.S.

West Chester University of Pennsylvania
Sep 1979Dec 1981

Syracuse University - College of Arts and Sciences

Business Leadership

Achieved  15% over budget and 61% year over year growth for a $120 Mil. partnership. (Marsh)

Generated enhanced commissions of 26% over budget and 152% versus prior year. (Marsh)

Developed and Executed go-to-market strategy, producing $2.5 M in revenue annually, negotiated contracts with the State of North Dakota and other entities in 4 additional states.  (Clarity Group)

Instrumental in growing captive company surplus-under-management to $110M.  (Clarity Group) 

Successfully negotiated exit strategy with major client resulting in a seven figure settlement for Trilogy. (Trilogy Software)

Achieved 22% annualized growth rate for $210M revenue insurance agency. Managed US and international sales team(MMI)Managed 4,000 broker and affinity distribution channel exceeding $800 M in annual commission (MMI Agency, St. Paul Companies)Lead $70 M effort in new business and achieved a 93% retention rate. (MMI, St. Paul Companies)Improved loss ratio for preferred distribution channel to 67% (MMI)Partnered with State of Maryland to Found Global Health Link, generating $80 M of global opportunities for the delivery of healthcare and related services to third world countries (Aon)Produced client roll over rate of 110% (Johnson & Higgins)Negotiated with French Authorities to bring the Barnes Collection to Paris for exhibit (Johnson & Higgins)Instrumental in acquisition and integration of MMI by St. Paul Companies, to create the largest medical malpractice carrier in the nation (MMI)

Summary

DIVISION PRESIDENT * CHIEF OPERATING OFFICER  * SENIOR DISTRIBUTION & MARKETING EXECUTIVE

 Expert in: Strategic Planning - Channel & Distribution Management 

Human Capital Management - Sales Culture/Team Development

Experienced, entrepreneurial senior executive with exceptional leadership skills accentuated by a diverse series of corporate and start up assignments.Utilizing more then 26 years of experience with full P&L responsibility to consistently create and grow stockholder value through effective P&L management, strategic vision and investment.